...
Step 1: Establish your customer software stack | |||||||
Software Stack Type | Reasoning | ||||||
Business Apps and service | Saas portal that hosts customizable Compliance Portfolios that linguistically analyze and compare compliance requirements across different compliance documents aka standards, regulations, best practices, etc in order to simplify compliance initiatives | ||||||
Tech infrastructure and tools | |||||||
Step 2: Identify Your Customer Subtypes | |||||||
User | Type | Reason & Example (linked in profile, etc.) | |||||
Compliance Professional | Biz User | ||||||
Policy Manager | Biz User | ||||||
Buyer | Type | Reason & Example (linked in profile, etc.) | |||||
Chief Compliance Officer | Biz Buyer | ||||||
Chief Risk Officer | Biz Buyer | ||||||
Step 3: Map Relevant Value Frameworks | |||||||
User | Type | Framework | Reasoning | ||||
Compliance Professional | Biz User | Jobs To Be Done | Identify and analyze external compliance requirements to include in their compliance framework | ||||
Policy Manager | Biz User | Jobs To Be Done | Analyze gaps and coverage of their internal policies and external compliance requirements | ||||
Buyer | Type | Framework | Reasoning | ||||
Chief Compliance Officer | Biz Buyer | Biz Value Chain | Decrease human resources cost, increase compliance initiative implementation/maintenance speed and reliability | ||||
Chief Risk Officer | Biz Buyer | Biz Value Chain | Decrease human resources cost, increase gap analysis speed and reliability | ||||
Step 4: Anchor Value Drivers for Each Customer Subtype | |||||||
Ideal Customer | Type | Value Framework | Business Problem | Business Value | Business Metric/ Job Pain | Clear-cut Value / Job Progress | Meaningful Metric / Job Gain |
Compliance Professional | Biz User | Jobs To Be Done | Achieve and maintain compliance | Decrease human resources cost, increase compliance initiative implementation/maintenance speed and reliability | Human resources cost, Regulatory compliance expense, mean time to issue discovery | ||
Policy Manager | Biz User | Jobs To Be Done | Identify, understand, and mitigate compliance risks | Decrease human resources cost, increase gap analysis speed and reliability | Human resources cost, risk severity gap, risk mitigation timeframe | ||
Chief Compliance Officer | Biz Buyer | Biz Value Chain | Identify and understand necessary external compliance requirements | Reduce time required to identify and analyze compliance requirements | Compliance requirements identification and analysis efficiency, speed, and reliability | ||
Chief Risk Officer | Biz Buyer | Biz Value Chain | Identify and understand gaps and coverage of between internal policies and external compliance requirements | Reduce time required to identify and analyze gaps and coverage between internal policies and external compliance requirements | Gap and coverage identification and analysis efficiency, speed, and reliability. | ||
Summary | |||||||
Customer | User Type | Business PROBLEM | Business VALUE | Business METRIC | |||
Compliance Professional | Biz User | Identify and understand necessary external compliance requirements | Reduce time required to identify and analyze compliance requirements | Compliance requirements identification and analysis efficiency, speed, and reliability | |||
Policy Manager | Biz User | Identify and understand gaps and coverage of between internal policies and external compliance requirements | Reduce time required to identify and analyze gaps and coverage between internal policies and external compliance requirements | Gap and coverage identification and analysis efficiency, speed, and reliability. | |||
Chief Compliance Officer | Biz Buyer | Achieve and maintain compliance | Decrease human resources cost, increase compliance initiative implementation/maintenance speed and reliability | Human resources cost, Regulatory compliance expense, mean time to issue discovery | |||
Chief Risk Officer | Biz Buyer | Identify, understand, and mitigate compliance risks | Decrease human resources cost, increase gap analysis speed and reliability | Human resources cost, risk severity gap, risk mitigation timeframe | |||
...